Webcast

Webcast • Coaching, Selling Effectiveness

Research Update: Salesperson Development Priorities

March 24, 2017

Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies answer the que

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Webcast

Webcast • Sales Process Management, Coaching, Leadership Development, First Line Sales Management

Optimizing Sales Management Processes

March 23, 2017

Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing h

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Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Enablement

Creating and Validating a Sales Content Map

March 17, 2017

  Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizin

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

March 16, 2017

Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocated management’s limited coaching bandwidth.

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Webcast

Webcast • Coaching, Sales Technology, Sales Operations, Selling Effectiveness, Sales Training, Sales Enablement, Mobility

Harnessing Mobile Video to Certify Learning Outcomes

March 14, 2017

Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training a

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Webcast

Webcast • Sales Technology, Sales Operations, Selling Effectiveness, Sales Enablement

Calculating the ROI of Your Sales Enablement Programs

March 09, 2017

What if not just “what” you sell, but “how” you sell is your most compelling competitive advantage? To answer that question (and many more…) an increasing number of companies are investing in sales enablement talent and technology as a means to increase team prod

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Training, Sales Enablement

Establishing 2017 Sales Enablement Priorities

March 02, 2017

  The New Year is an excellent time to reexamine the sales enablement initiatives. This webcast reviews how to craft a coherent sales enablement strategy around practical objectives for 2017, focusing on foundational ideas relevant to firms just starting their enablement journey, as well

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Webcast

Webcast • Strategy & Planning, Sales Process Management, Sales Enablement

Scaling Account-Based Selling

February 27, 2017

Sales organizations have always invested in their most important customers, by providing customized solutions, dedicated personnel, and other resources. More recently, firms are adopting these high-touch approaches to broader customer segments, using enabling technology and anemerging discipli

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Webcast

Webcast • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Update: Enabling Indirect Sales Channels

February 23, 2017

This webcast features a first look at recent research on sales channel enablement. The research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect s

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research

Research • Coaching, Selling Effectiveness, Sales Training

Research Brief: Investments in Salesperson Skill Development

January 25, 2017

  Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations, or job descriptions; in some cases, firms may even recast fundamental assumptions of how their sale

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